The Future Isn’t Just About AI - It’s About Adaptability

In the last week, I've been reading and listening to more about how AI is changing how technology businesses look at their pricing models. Two pieces of content in particular were hugely informative. One was the stellar presentation by Michael Mansard during the recent Product-Led Alliance Summit and another was this article by Nikunj Kothari.

Below is my reflection on the latter. Only read on once you've read the article.

Let's go.

I think the article is spot on about AI-driven agents and the shift to outcome-based pricing models. I’ve been observing the same acceleration in adoption, and it’s clear that this isn’t just a fleeting trend—this is a foundational change in how we approach enterprise software. I also think there are a few deeper implications and potential challenges we need to unpack.

AI Adoption Is Not Uniform Across All Industries

While AI-driven agents are making waves in support, marketing, and sales, the adoption curve isn’t equally steep for every sector. Industries with rigid compliance requirements (think healthcare, finance, or legal) are slower to embrace these models due to concerns over transparency, accountability, and regulatory risk.

The industries that find ways to balance compliance with AI adoption will gain a competitive edge. For product leaders, the opportunity lies in building AI systems that offer robust audibility and explainability.

Outcome-Based Pricing Can Backfire Without Clear Metrics

Switching to outcome-based pricing sounds straightforward, but outcomes are often trickier to define than we anticipate. For example, in customer support, a resolved ticket might look like a clear outcome, but what if AI agents focus on closing tickets quickly at the expense of customer satisfaction?

As product leaders, we need to ensure that our outcome metrics are aligned with business goals and customer value. Success metrics should be holistic and take into account quality, not just quantity. In practice, this might mean tying pricing to customer satisfaction scores or long-term retention rather than just immediate outputs.

Free Platforms: The Long Game Isn’t Always Easy

The idea of offering platforms for free to embed deeply within workflows is compelling, and it can absolutely lead to becoming the system of record. But this strategy hinges on having the resources to play the long game. Not every company can afford to give away their platform until critical mass is reached.

If you’re considering this approach, make sure you have a clear plan for monetisation once you’ve established your foothold. Consider offering freemium tiers, where basic capabilities are free, but premium features or enterprise-level integrations come with a cost.

Budgeting Hurdles: Procurement Is Evolving Too

The article rightly pointed out that budgeting is a sticking point for usage-based pricing. But let’s not underestimate how procurement processes themselves are evolving. More companies are adopting dynamic budgeting models to accommodate flexible pricing structures. This isn’t widespread yet, but forward-thinking procurement teams are starting to align with the needs of a more agile, AI-powered workforce.

In the next 3-5 years, we’ll see a rise in procurement tools and practices designed specifically for usage-based and outcome-based models. For product teams, this means ensuring your pricing structures are transparent and easy to integrate with new procurement workflows.

The Reset Isn’t Just Technological—It’s Cultural

What excites me most about this shift is that it’s not just about technology or pricing—it’s about how organisations operate. Moving to an outcome-based model forces companies to focus on what really matters: delivering value. This requires cultural change as much as it requires technological innovation.

Product leaders have a unique role to play in driving this cultural shift. We can’t just deliver AI tools and new pricing models; we need to help teams rethink their workflows, KPIs, and definitions of success.

Here's where I'll leave it..

The observations in the article capture a major transformation in enterprise software. AI agents and outcome-based pricing are here to stay, but the journey is nuanced. For product leaders, the winners will be those who not only understand these trends but also anticipate the challenges and opportunities that come with them.

We’re not just witnessing a reset in pricing; we’re shaping a new era of adaptable, value-driven businesses. Let’s make sure we’re ready.